Lessons From Donald Trump To Grow Your Practice

Advisors can learn something from Donald Trump, but I want to put that assertion (and the title of this article) in context. I am not referring to his comments regarding illegal immigrants, his suggestion that U.S. Sen. John McCain isn’t a hero or his personal attack on Fox News commentator Megyn Kelly.

My focus is on how Trump’s non-verbal behavior can be emulated to win the trust and confidence of clients and prospects.

How did he do it? His campaign has lacked any substance on policy. Some of his comments have been controversial and offensive to many voters. He also faces a large field of opponents with vast political experience and extensive track records on key issues.

Trump dominates because, consciously or otherwise, he understands the power of non-verbal signals. He stands tall. His gestures are very broad. You often see photos of him with his hands extended from his body, palms facing the audience.

In contrast, the gestures of some of the other candidates during the debate were small and inconsequential.

The power of gestures

Few advisors appreciate the fact that between 60% and 80% of human communication is non-verbal. Consider the impact of that observation. How you gesture may be more important than the substance of what you are trying to convey.